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Valve Stem Sales Strategy with Corey Philip #229

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Valve Stem Sales Strategy

Corey Philip Sales Babble

In this episode we meet Corey Philip who founded Gulf Coast Aluminum, a patio and screen enclosure company. He attributes a large factor of the rapid growth of the company to earning referrals from happy customers and data-driven sales and marketing. It was there he invented the Valve Stem Sales Strategy.

Valve Stem Lets Out the Pressure

Corey’s goal was to build a presentation that didn’t sound salesy. He’s tried pushy sales techniques. He did not like them. Nor did he find that it helped his business in the long run. Corey arrived at the idea of the valve stem sales strategy. By placing the price of the product in the middle of the presentation, you let out all  the pressure. Typically the price is at the end. This moves the focus to the value. He wants people to feel like they are making a decision on their own.

Valve Stem Process

The strategy contains 6 steps to be completed in order:

  1. Introduction – ask if they’ve heard of you, share how you do things differently.
  2. Fact Finding – understand what they want, build value by explaining how you’ll do it in detail, step by step process.
  3. Calculate the Price – quote a price to the dollar e.g. $5020
  4. Show similar project – references build trust.
  5. Tell the company story – pictures of office, key people, trucks, equipment.
  6. Assumptive close – should we get this written up after all the story telling.

38% of the prospects are closed at step 6.  30% will come back with an objection that eventually close.

Take Action Today

Get a sales process that is comfortable, natural, with a story and trust. This will differentiate you from your competitors.

How to Find Corey Philip

  • Website: http://www.homeprosuccess.com
  • Infographic post: https://www.homeprosuccess.com/infographic-the-valve-stem-sales-strategy-close-more-sales-using-story-trust-without-sales-tactics/
  • Facebook group: https://www.facebook.com/groups/896216427196514/
  • LinkedIn: https://www.linkedin.com/in/coreyphilip/

 

Closing Sales Tips

Coffee’s for closers, Sales Babblers too. Listen to these past episodes: